The Luxury Of Choice - Sales Skills podcast

32:49

Let us know your thoughts on this episode! In this episode of the Luxury of Choice podcast, host Steve Vaughan, along with colleagues Pru Layton and Pascal Le Floch, delve into the complexities of sales management and leadership. They explore why some team members respond better to certain managers, the importance of understanding team dynamics, and the various styles of situational leadership. The discussion emphasizes the need for self-awareness, effective coaching, and the balance between management and leadership roles. The episode provides valuable insights for sales managers on how to adapt their approach to meet the diverse needs of their team members, ultimately fostering a more productive and harmonious work environment. Key Takeaways Understanding team dynamics is crucial for effective management. Self-awareness is key to improving team relationships. Different team members require different management styles. Situational leadership adapts to the needs of the individual. Coaching is essential for developing team members' skills. Delegation should be done thoughtfully to empower team members. Micromanagement can demotivate experienced employees. Regular check-ins are important for team support. Leadership is about guiding through challenges, not just managing tasks. Effective leadership requires balancing time management with team development. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/ Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/ Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/ Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/ Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/ Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/ george james training website https://georgejames-training.com/…

The Luxury Of Choice - Sales Skills Podcast

1
Why having competition in sales is good news! 33:22

há 17 dias33:22

33:22

Let us know your thoughts on this episode! In this week's show Steve Vaughan is joined by two of his sales training colleagues, Pru Layton and Jayne Green. Having competition in technical B2B sales is inevitable and part of the job; however it is also good news! The team discuss why having competition helps you "sharpen the saw" and why competition doesn't necessarily mean another supplier. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/ Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/ Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/ Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/ Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/ Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/ george james training website https://georgejames-training.com/…

The Luxury Of Choice - Sales Skills Podcast

1
International Women's Day - Why do we need IWD in 2025? 38:08

há 26 dias38:08

38:08

Let us know your thoughts on this episode! This is a special bonus episode around the topic of International Women's Day. On March 8th each year, IWD has been in place for over 100 years, and recognizes the achievements of Women worldwide, as well as campaigning for gender equality and inclusiveness. Steve Vaughan is joined by his colleague Jayne Green, plus two business leaders from the fields of lab equipment and life sciences - Belen Diaz and Johana Kuncova-Kallio. They discuss amongst several topics: Why do we still need IWD in 2025 Cultural aspects to gender equality in business The barriers to women's career advancement Challenges and progress for Women in leadership Belen Diaz on LinkedIn : https://www.linkedin.com/in/maria-belen-diaz/ Johana Kuncova-Kallio on LinkedIn: https://www.linkedin.com/in/kuncovakallio/ https://www.internationalwomensday.com/ Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/ Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/ Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/ Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/ Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/ Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/ george james training website https://georgejames-training.com/…

The Luxury Of Choice - Sales Skills Podcast

1
Why 1-to-1 meetings matter, and our tips to make them effective! 35:00

há 4 weeks35:00

35:00

Let us know your thoughts on this episode! Having regular, scheduled 1-to-1 meeting with your team members can significantly impact employee engagement and retention. Yet many managers don't prioritize 1-to-1's, or if they do have them, do them badly! In this episode Steve Vaughan, Pru Layton and Pascal Le Floch discuss why 1-to-1's matter, where they go wrong, and give their tips and recommendations to make them effective, enjoyable and motivationa for both manager and team member. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/ Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/ Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/ Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/ Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/ Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/ george james training website https://georgejames-training.com/…

The Luxury Of Choice - Sales Skills Podcast

1
Am I doing the right things to make my sales number? 34:15

há 7 weeks34:15

34:15

Let us know your thoughts on this episode! In this episode of The Luxury Choice podcast, host Steve Vaughan and his colleagues Jayne Green, Pru Layton and Jonathan Cooper discuss the essential elements of sales success. They explore the importance of planning, understanding performance indicators, and the role of self-awareness and management in achieving sales goals. The conversation emphasizes the need for both activity and competence in sales, as well as the significance of enjoying one's job and maintaining meaningful relationships with customers and colleagues. The episode concludes with key takeaways on how to assess if one is doing the right thing in their sales role. Key Takeaways: Having a territory sales plan is crucial for success. Sales figures are lagging indicators and should not be the only focus. Enjoying your job is a key indicator of doing the right thing. Look to high performers for guidance and inspiration. Self-awareness and accountability are essential in sales roles. Regular one-on-one meetings with management can provide valuable feedback. Leading indicators help in identifying gaps early in the sales process. Skills development is necessary for maintaining competence in sales. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/ Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/ Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/ Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/ Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/ Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/ george james training website https://georgejames-training.com/…

The Luxury Of Choice - Sales Skills Podcast

1
How to Delegate Effectively 29:56

há 8 weeks29:56

29:56

Let us know your thoughts on this episode! In this episode of the Luxury of Choice podcast, Steve Vaughan, Pascal Le Floch and Christian Walter discuss the critical skill of delegation in sales and management. They explore the definition of delegation, its importance, and the challenges faced by managers and salespeople in effectively delegating tasks. The conversation covers strategies for successful delegation, the role of trust and empowerment, and the significance of situational leadership. The hosts also address when delegation may not be appropriate, emphasizing the need for leaders to lead by example and support their teams. takeaways Delegation is essential for effective management and sales. Trust is a fundamental component of successful delegation. Salespeople can delegate tasks, not just managers. The Eisenhower matrix is a useful tool for prioritizing tasks. Delegation should not be seen as abdication of responsibility. Effective delegation involves empowering team members. Situational leadership is crucial in determining delegation strategies. Clear communication about delegated tasks is vital. Delegation can lead to team growth and development. Leaders should lead by example and not delegate everything. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/ Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/ Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/ Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/ Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/ Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/ george james training website https://georgejames-training.com/…

The Luxury Of Choice - Sales Skills Podcast

1
Why is my sale stuck in purchasing? And what can I do about it!! 34:09

há 11 weeks34:09

34:09

Let us know your thoughts on this episode! In this episode of 'The Luxury of Choice', host Steve Vaughan, along with guests Jayne and Jonathan, delve into the common phrase 'my order is stuck in purchasing'. They explore the implications of this phrase on sales forecasting and revenue projections, the importance of understanding the buying process, and the necessity of engaging with purchasing teams early in the sales process to mitigate delays. The conversation emphasizes the human aspect of purchasing and the need for salespeople to build relationships with purchasing professionals to facilitate smoother transactions. In this conversation, the speakers delve into the intricacies of the buying process, emphasizing the importance of understanding customer relationships, particularly with purchasing departments. They discuss the challenges salespeople face, including fear and preparation, and highlight the significance of addressing terms and conditions early in the sales process. The conversation concludes with insights on leveraging purchasing departments as enablers in achieving sales goals. Key Takeaways : The phrase 'my order is stuck in purchasing' often indicates a breakdown in communication between sales and purchasing. Salespeople should engage with purchasing teams early to understand their processes and requirements. Understanding the customer buying process is crucial for sales success. Building relationships with purchasing professionals can lead to smoother transactions. Salespeople often overlook the importance of the purchasing process in their sales strategy. Purchasing teams are not the enemy; they are part of the sales process. Salespeople should educate themselves on the buying process to better navigate it. Effective forecasting in sales requires close collaboration with purchasing teams. Purchasing can be overwhelmed by demands from both sales and internal teams. Engaging with purchasing early can help avoid delays and complications. Understanding the buying process is crucial for successful sales. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/ Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/ Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/ Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/ Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/ Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/ george james training website https://georgejames-training.com/…

The Luxury Of Choice - Sales Skills Podcast

1
Why doesn't my sales team do what I tell them to do? 40:22

há 15 weeks40:22

40:22

Let us know your thoughts on this episode! In this final episode before the holiday season, Steve, Jonathan and Pascal discuss the challenges sales managers face in getting their teams to follow directives. They explore the importance of trust, situational leadership, and the shift from directing to coaching. The conversation emphasizes the need for active listening and understanding individual team members' needs, especially under pressure. The hosts share insights on how to foster a supportive environment that encourages autonomy and self-discovery among team members, ultimately leading to better performance and team dynamics. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/ Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/ Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/ Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/ Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/ Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/ george james training website https://georgejames-training.com/…

The Luxury Of Choice - Sales Skills Podcast

1
Navigating Year-End Sales Pressures 31:38

há 16 weeks31:38

31:38

Let us know your thoughts on this episode! For many sales professionals, the end of the calendar year is also the end of the business year. This frequently means a lot of stress and pressure to close as many sales as possible and the make the numbers as good as they can be. In this episode Steve is joined by Debbie Airey and Jayne Green to discuss how to cope at this crucial time of the year. They discuss their own experiences of year end, both as sales professionals and sales leaders. They also reflect on the importance of not forgetting that a new business year is just around the corner, and to ensure that the focus on year end doesn't mean a poor start to the new year. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/ Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/ Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/ Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/ Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/ Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/ george james training website https://georgejames-training.com/…

The Luxury Of Choice - Sales Skills Podcast

1
The New Sales Manager - Where to start, what to do, and when! 35:14

há 18 weeks35:14

35:14

Let us know your thoughts on this episode! In this episode of the Luxury of Choice podcast, Steve Vaughan, Jonathan Cooper, and Christian Walter discuss the essential steps for new sales managers to take when starting their roles. They emphasize the importance of getting to know team members, understanding business metrics, and taking decisive action while balancing observation and decision-making. The conversation also highlights the significance of setting clear expectations and goals for the team to foster a productive work environment. Also discussed are the key behaviours and skills that are required for effective sales management including active listening, delegation, coaching, and the role of feedback in fostering team success. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/ Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/ Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/ Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/ Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/ Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/ george james training website https://georgejames-training.com/…

The Luxury Of Choice - Sales Skills Podcast

1
The Pro's and Con's of bringing business forward at year end. 30:04

há 20 weeks30:04

30:04

Let us know your thoughts on this episode! In this episode of The Luxury Choice podcast, Steve Vaughan, Prue Layton, and Debbie Airey discuss the complexities of bringing business forward at year-end. They explore the pros and cons of this strategy, emphasizing the importance of maintaining customer relationships and the potential pitfalls of short-term gains. The conversation also highlights the need for effective sales forecasting and alternative strategies to achieve year-end success without compromising long-term business integrity. Every year-end, salespeople are often asked to bring business forward. Bringing business forward can help clean up CRM data. Maintaining customer contact is crucial during year-end. Short-term gains can lead to long-term pain for businesses. Price manipulation can damage customer trust. Salespeople should push back against unrealistic demands. Effective forecasting is essential for year-end success. Alternative strategies can help achieve sales targets without compromising values. Understanding customer needs is key to successful sales conversations. Sales teams should focus on building long-term relationships. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/ Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/ Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/ Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/ Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/ Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/ george james training website https://georgejames-training.com/…

The Luxury Of Choice - Sales Skills Podcast

1
Navigating the Player-Manager role in sales - managing the team and selling personally at the same time 36:58

há 23 weeks36:58

36:58

Let us know your thoughts on this episode! In this episode of the Luxury of Choice podcast, host Steve Vaughan, along with fellow sales trainer Jonathan Cooper and Debbie Airey, delve into the complexities of the "player manager" role in sales. In other words, both managing a sales team, whilst maintaining personal sales responsibility such as a territory, key account, product line, etc. They discuss the challenges and benefits of balancing sales responsibilities with management duties, emphasizing the importance of time management, clear expectations, and effective coaching. The conversation highlights the need for strong customer relationships and the potential pitfalls of neglecting team dynamics. The episode concludes with practical advice for new sales managers and the significance of being attentive to both numbers and team needs. Being a player manager can be a great learning experience. Understanding the expectations from both management and the team is crucial. Time management is essential when balancing dual roles. Coaching is a key skill for any sales manager. Clear communication with customers is vital during field visits. It's important to listen more than you speak as a manager. Handling underperformance requires difficult conversations early on. Not every great salesperson is suited for management roles. Building trust within the team is essential for success. Asking for help should be encouraged in management. Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/ Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/ Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/ Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/ Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/ Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/ george james training website https://georgejames-training.com/…

The Luxury Of Choice - Sales Skills Podcast

1
Coping with Rejection and the Word No in Sales 32:17

há 24 weeks32:17

32:17

Let us know your thoughts on this episode! In this episode of the Luxury of Choice podcast, host Steve Vaughan, fellow sales trainer Jane Green and new colleague Debbie Airey discuss the challenges of facing rejection in sales, particularly the word 'no.' They explore the emotional impact of rejection, the different types of 'no' responses, and the importance of asking open questions to understand customer needs better. The conversation also delves into the sales process, the significance of effective prospecting, and strategies for resilience in the face of rejection. The episode concludes with practical tips for handling objections and maintaining a positive attitude after receiving a 'no.' Takwaways: Rejection is a common part of the sales process. Understanding the emotional impact of 'no' is crucial for salespeople. There are different types of 'no' responses that can guide future actions. Asking open questions can uncover customer needs and objections. Effective prospecting requires a strategic approach and resilience. Sales is often a numbers game; persistence is key. Maintaining a positive attitude after rejection is essential. Building relationships with customers can reduce the frequency of 'no.' Sales training should include role-playing to prepare for objections. Understanding how customers prefer to communicate can improve engagement. All views are the opinions of the individual trainers. Music by artist.io Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/ Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/ Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/ Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/ Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/ Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/ george james training website https://georgejames-training.com/…

The Luxury Of Choice - Sales Skills Podcast

1
From in the Team to Being the Boss - Stepping up as a New Sales Manager 34:59

há 26 weeks34:59

34:59

Let us know your thoughts on this episode! In this episode, Steve Vaughan is joined by fellow sales trainers Christian Walter and Pascal le Floche. The team discuss the challenges of transitioning from a sales role to a sales management position, particularly when promoted from within the team. They share insights on: -Recognizing the shift in skills required, from being an individual contributor to leading and developing a team. -Setting boundaries and managing relationships with former peers to maintain a healthy team dynamic - Focusing on enabling the team's success rather than replicating one's own individual achievements. - The importance of coaching, providing feedback, and understanding team members' goals for their development. - Conducting effective one-on-one sessions and leveraging "windscreen time" for open conversations and coaching - Regularly visiting the team in the field to better understand their challenges and provide hands-on coaching. - Prioritizing key objectives and avoiding distractions to effectively manage the team amidst constant demands. The team also emphasize the significant shift in mindset and skills required when transitioning to a management role, highlighting the need for strong leadership, clear communication, and a focus on developing and empowering the team for success Steve Vaughan, Jonathan Cooper, Pru Layton, Christian Walter, Pascal le Floche and Jayne Green are Sales Trainers from george james ltd. You can email the show at: Podcast@georgejames-training.com The trainers on LinkedIn: Steve Vaughan https://www.linkedin.com/in/steve-vaughan-salestrainer/ Jonathan Cooper https://www.linkedin.com/in/jonathan-cooper-18716b1/ Pru Layton https://www.linkedin.com/in/pru-layton-b46a3528/ Christian Walter https://www.linkedin.com/in/christian-walter-a1857b1/ Jayne Green https://www.linkedin.com/in/jayne-green-salestrainer/ Pascal Le Floch-Riche https://www.linkedin.com/in/pascal-le-floch-220ba46/ george james training website https://georgejames-training.com/…

The Luxury Of Choice - Sales Skills Podcast

1
Who's afraid of Ghosting? Why customers don't get back to you, and what can you do about it 36:28

há 28 weeks36:28